Increase Repeat Business

Using Cross Sell and Up Sell Analysis

Cross selling refers to selling additional products to existing customers. Up selling refers specifically to selling higher end products to existing customers.

Candidates to target with cross or up selling efforts can be derived from combining information in existing systems or databases, about products customers already own and products they have not yet purchased, with data captured from your customer's online behaviour. Affinium NetInsight provides a web analytics solution to integrate these two information sources, creating reports to successfully conduct cross sell and up sell analysis.

Business Goal

To gain additional revenues and maximise the lifetime value of customers.

To identify possible lifetime value, such as customers of multiple product lines who often tend to be more loyal customers, less prone to attrition.

Most Common Challenges

• Customers' purchase history and their recent online activity need to be integrated for cross sell analysis. However, the former is typically stored in a CRM (Customer Relationship Management) or ERP (Enterprise Resource Planning) system whereas the latter is viewed from the website analytics system. And, with most systems, the website analytics database is proprietary, and data is locked away out of reach for integration purposes (This is not the case with Affinium NetInsight, as it stores all the website traffic data on an open, documented data warehouse, enabling full integration with existing CRM systems).
  

• Cross sell analytics, sales analytics, and campaign management exceed the functionality for which web analytics systems are designed. (Affinium NetInsight gets around this issue with its ability to seamlessly integrate with existing CRM systems to enable cross sell and up sell analysis to take place).
  

How SCL Analytics can help

Affinium NetInsight On Premise (higher traffic volumes) offers a powerful web analytics solution, enabling you to integrate your online data with your CRM systems, allowing you to conduct cross sell and up sell analysis.

For more information download our FREE Recipe Card (PDF File) "increase repeat business with cross and up-sell analysis" or Contact us to find out more about our web analytics solutions and how they can help you optimise your online marketing campaigns.

Further Reading 

Cross-Sell Opportunity Summary Report Using Affinium NetInsight

Related Affinium NetInsight Diagram

An Affinium NetInsight graph showing customers interesting in one product and were also interested in other products. Identifying potential cross sell opportunities.